The Page 1 Podcast
The Page 1 Podcast is a weekly show that features a variety of guests and thought leaders on topics ranging from channel strategies, to tariffs, influencer marketing, best in class product launches, and all the details about how to accelerate your eCommerce sales with the big box retailers, or what we call rCommerce.
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How to Bootstrap and Build a Lasting Company - Steven Hong - EP51
07/10/2020
How to Bootstrap and Build a Lasting Company - Steven Hong - EP51
How to Bootstrap and Build A Lasting Company The e-commerce world is a very competitive one, which means you need a strong brand strategy to establish a long-lasting business. In this episode of the Page One Podcast, Lou speaks with Steven Hong, the self-titled Chief Bandito at his company Discount Bandit, an online shopping service that matches up discount shoppers to retailers. Steven is a serial entrepreneur in the e-commerce space and has founded multiple e-commerce companies. Steven shares the immeasurable value of investing in a strong brand strategy that is more long term as compared to brand performance. Listen in to learn the importance of having an effective company culture in ensuring every employee is encouraged and determined to work. Key Takeaways: How to use traditional digital marketing by targeting the right customer hence creating a brand presence and a loyal following. The business model of targeting to make nothing on the first transaction. Questions to ask yourself when building a lasting business. The value of a brand strategy that is a more long term than brand performance. How to value your employees by influencing the company culture. Episode Timeline: [4:08] The impacts of Coronavirus to mid-sized companies and employees. [5:42] The negative effects of Coronavirus against Discount Bandit. [10:40] He explains how they use digital marketing to specifically target the right customer. [14:39] The importance of building a die-hard fan base even when it means losing money during that first transaction. [17:21] How to create value, culture, and be technology-focused to build a longer-lasting business. [22:17] How content marketing helps with long term brand recognition and lots of respect from manufacturers. [25:15] The importance of getting the company culture right. [26:43] How to hold company values to uplift the company culture “I think that culture is one of the few sorts of sustainable competitive advantages that a company can have.”- Steven Hong [26:01]
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Chicken Health & Egg Farm Secrets – John Brunnquell – EP50
07/03/2020
Chicken Health & Egg Farm Secrets – John Brunnquell – EP50
What Does It Take to Be A Giant Egg Retailer? Do you know how egg farming works? The process that comes before you get it from your nearest retailer? In this episode of the Page One Podcast, Luke Peters sits with John Brunnquell as they talk about what it takes to sell and grow inside retailers in the specialty egg industry. John spent his entire career in the egg industry founding Egg Innovations in the 1990s. He shares the positive impact they have experienced in the retail egg industry due to COVID-19 and how that will work in the long-term. Listen to hear the different types of hen farming methods and the contribution each makes in the egg industry in the US. Key Takeaways: How the dramatic short-term changes that have occurred due to the pandemic. Learning to deal with the increased demand for a product over a short time. The integrated model of chicken farming when it comes to dealing with divisions of large retailers. The difference between cage-free, free-range, and pasture-fed chicken and their percentage in the American chicken market. What it takes to get freed space and win huge grocery companies across the country as a brand. Episode Timeline: [0:34] Intro [2:22] He tells the history of how Egg Innovations was born. [4:02] How the COVID-19 has positively impacted the egg industry with a 40% increase in the traditional value. [6:33] The two sides of the egg industry- the increased sales of retail and decreased sales of wholesalers. [7:32] The ways they’re using to build up their inventory to cover for the oversupply. [8:51] The impact of the current situation on the retail market in the long term. [9:55] He explains how they use the integrated model to run the business at Egg Innovations. [13:12] He talks about the marketing plans they have to create more brand awareness. [13:56] He explains the difference between cage-free eggs and free-range eggs. [15:36] Does the use of antibiotics on a bird make it inorganic? [16:33] He explains the percentage of chickens that are consisted of each category. [20:21] He explains how he gets freed space and what it takes to win groceries. [21:42] Where you can find Blue Sky across the country. [22:54] What is the truth about the relationship between eggs and salmonella? [25:29] The backyard hobby of raising hens and its non-economic impact. Relevant Links: Websites:
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Female CEO of 3 Niche D2C Brands - PE investor backed - Alix James - EP49
06/26/2020
Female CEO of 3 Niche D2C Brands - PE investor backed - Alix James - EP49
Are you familiar with the process of companies joining private equity or being acquired instead? In this episode of the Page One Podcast, Luke Peters speaks with Alix James, the accomplished CEO of Nielsen-Kellerman company that is a designer and manufacturer of weather stations. She talks about why Nielsen-Kellerman joined private equity and later acquired three different companies to be run under the same umbrella. Listen in to learn how COVID-19 has affected both their supply and sales as a manufacturer. Key Takeaways: The work that goes into getting acquired business run smoothly after closing the deal. The impact of COVID-19 on the supply and sales of manufacturers in the US market. How to be smart as a business when planning for the future post-Coronavirus. How to manage and market for different companies under the same umbrella. Episode Timeline: [0:34] Intro [2:05] She talks about the birth of Nielsen-Kellerman company and what they do. [3:50] She explains why they joined private equity when the business was roughly 30 years old. [6:04] How they were able to acquire some businesses after joining private equity. [8:34] How they are working towards separating all 3 company domains and the benefits of it. [9:54] The effects of COVID-19 on their supply chain since they outsource electronics from China even though it’s not one of their major problems. [13:09] How Ambience weather products sell directly to consumers and the cost that the consumer should expect for the products. [16:23] She explains how the COVID-19 has affected the variability of sales. [19:20] How they’re planning for the future Post-COVID. [26:54] She talks about the scope and size of the NK company and the recognition they have received from their clients. [30:12] The management strategies for each of the companies under the NK umbrella. [35:16] She gives the percentage of the varied sales they make on amazon and directly. [38:05] How brand familiarity is working for them in online marketing. Relevant Links: Website: LinkedIn: Email:
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The Amazon alternative that protects your brand - Jules Pieri – EP48
06/19/2020
The Amazon alternative that protects your brand - Jules Pieri – EP48
What you’ll learn: In this episode of the Page One Podcast, your host Luke Peters talks with Jules Pieri, the co-founder and CEO of The Grommet, a managed marketplace. Jules begins by describing how the company works and touches on how coronavirus has impacted The Grommet and different ways that Jules is working hard to care for her team during the crisis. In the second half of the episode, Jules discusses the main differences between The Grommet and Amazon, her perspective on using social media like Pinterest and Facebook, and the opportunities that Amazon’s shortcoming open up for businesses like The Grommet. Finally, she and Luke talk about the takeover of large companies like Amazon and changes that need to happen to protect smaller businesses. About our guest: Our guest, Jules Pieri, is the co-founder and CEO of The Grommet. Educated at the University of Michigan and Harvard Business School, she has gone on to compete with huge companies like Amazon and start The Grommet, a site that has launched more than 3000 innovative consumer products since 2008. The company's citizen commerce movement is reshaping how products are discovered, shared, and bought. Jules is one of Fortune's most powerful women entrepreneurs in 2013 and won Goldman Sachs 100 most interesting entrepreneurs in 2014. She is an Entrepreneur in Residence Emeritus at Harvard Business School and an investing partner at XFactor Ventures. She also happens to be an author! Jules’ first book, “How We Make Stuff Now: Turn Ideas into Products That Build Successful Businesses,” was published by McGraw-Hill in April 2019. Key takeaways from this episode: How The Grommet has handled coronavirus and Jules’ strategies for taking care of her team during this time The differences between The Grommet and Amazon The centrality of product videos on The Grommet’s website Jules’ view of using social media like Facebook and Pinterest How Amazon’s shortcomings open opportunities for companies like The Grommet How to protect against cheap, counterfeit manufacturers and changes that need to take place to protect businesses Episode Timeline: 0:55 – Luke introduces today’s guest, Jules Pieri 1:50 – A description of Jules’ company, a managed marketplace 3:58 – How coronavirus has impacted Jules’ and The Grommet 6:38 – Business changes during the pandemic, meetings, and communication 12:43 – The Grommet staff and warehouse locations 14:48 – Jules’ personal strength: designing and creating 15:28 – The differences between The Grommet and Amazon 20:49 – The Grommet’s site traffic and conversion rate 24:00 – How The Grommet uses product videos on their website 25:12 – How The Grommet uses social media like Facebook and Pinterest 27:03 – Jules talks about the best consumer product opportunities 29:00 – What opportunities does Amazon open up for competitors? 31:09 – Jules’ perspective on the changes needed to protect companies 37:00 – “How We Make Stuff Now” by Jules Pieri
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Disruptive Brand Marketing From A Consumer Lens – Hannah Robbins – EP47
06/12/2020
Disruptive Brand Marketing From A Consumer Lens – Hannah Robbins – EP47
How seriously are you taking your branding strategy? Are you consistent and authentic with it? In this episode of the Page One Podcast, Luke Peters speaks with Hannah Robbins, a branding expert who has worked with major brands like Coca-Cola. She shares the tips to creating an authentic and consistent brand that communicates to consumers especially during the COVID-19 period. Listen in to hear how she helped in the rebranding process of the Maple Hill Creameries company and turned it around. Key Takeaways: How to be flexible, adaptable, and listen to what the consumer is saying in the marketing world during the pandemic. How to be consistent to create authenticity with your brand. How to define the core product and service to drive loyalty and purchase from the target customer. How to be specifically targeted through social media. Recognizing what your core values are to drive a scalable positioning for your business. Episode Timeline: [0:30] Intro [3:08] How COVID-19 is affecting the marketing world and how it is being handled. [5:33] Can a brand be humorous with Coronavirus when marketing? [6:42] The steps to take to create authenticity with your brand. [10:36] How to create your brand’s core values. [12:43] Why it does not matter to give back if your product or service is not performing well in the market. [15:33] She talks about how she helped revitalize the Maple Hill Creameries brand. [18:44] How long does the process of rebranding a company take? [22:06] How to maximize your budget and do specific targeting when rebranding. [25:34] What is PINCHme.com and does she do with them? Relevant Links: LinkedIn:
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PPP Loan Forgiveness & making the most of the Cares act for businesses – Frank Kaufman – Moss Adams - EP 46
06/05/2020
PPP Loan Forgiveness & making the most of the Cares act for businesses – Frank Kaufman – Moss Adams - EP 46
Have you applied for the PPP fund? Did you know there’s still time for you to apply? But wait, before you apply, there are some things that you need to keep in mind. In this episode of the Page One podcast, Luke Peters sits with Frank Kaufman as he talks about the PPP fund and all that you should know before and after applying and whether you will be forgiven or not. Frank is the retail national practice leader at Moss Adams and chairs the firm’s Paycheck Protection Program Technical Resource Group. He has been serving clients in the Retail and Direct to Consumer channels since 1983. Listen in to learn about the PPP forgiveness and the mistakes you could be making in that process. Key Takeaways: When the PPP fund is forgiven and the time it will take to start repaying if it’s not. Understanding the law behind the PPP fund. The elements of the buckets of PPP fund forgiveness. Why you need to go apply for the PPP fund if you haven’t already. Understanding the 11 months loan forgiveness process. How you can use your PPP fund for the liquidity of your business. Other programs aside from the PPP that you can apply for a loan from. Episode Timeline: [0:30] Intro [3:02] He explains how different retail businesses his company represents are performing amid COVID-19. [4:30] He describes Moss Adams- their span and whom they serve. [7:05] He explains in detail why the Paycheck Protection Program (PPP) has delayed. [9:01] Why you need to be smart in how you spend your PPP fund which can either be forgiven or the time you need to prepare before starting to pay it off. [11:54] Understanding when taking the PPP loan money can lead to breaking the law and where you get protected. [14:57] The two buckets that are considered when it comes to forgiveness. [16:27] The missing elements that are not too obvious in the two buckets of forgiveness. [19:32] He explains the methodologies that you can use to calculate and help impact your forgiveness amount. [20:57] How you can count employees that did not come as though they came back. [23:18] He mentions some of the common mistakes that borrowers are making that could hurt their loan forgiveness process. [26:05] How the PPP money can become an equity contribution to your business if forgiven. [28:48] He describes ways in which you can improve your company’s liquidity. [31:25] How the digital economy and fear of losses from banks is going to affect how investors will view businesses in the future. [33:50] The changes in the investment’s patterns now and in the future due to the COVID-19. [36:28] He mentions some other programs that you can apply to aside from the PPP or even if you get it. Relevant Links: Email: Website:
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Corporate Gifting and Employee Appreciation During COVID-19 – Tom Romine - EP45
06/04/2020
Corporate Gifting and Employee Appreciation During COVID-19 – Tom Romine - EP45
What you’ll learn: Have you tried onsite gifting for your company events? In this episode of the Page One Podcast, Luke Peters speaks with Tom Romine, the founder and visionary leader of Cultivate. This is a company that brings new ideas into the world of corporate gifting. He describes how his company gives meaning to the process of gifting by the use of new and exciting ideas that makes it personalized. Listen in to learn how Tom’s company is handling gifting virtually during this pandemic period and the difference between that and onsite gifting. Key Takeaways: Understanding how virtual gifting works and how to accomplish it. Learn the types of gifts that are appropriate for both your customers and employees. The sales and marketing process of an onsite gifting company. Factors to consider before gifting your employees to make it special. Episode Timeline: [0:30] Intro [2:17] Tom explains the onsite gifting concept that his company specializes in. [4:05] How the COVID-19 has affected the hospitality industry and how they’re handling it. [5:45] Using creativity when gifting employees during COVID-19. [10:00] Tom explains how their sales and marketing process works. [14:14] What are the factors to consider when choosing the type of gifts to give your employee or customer. [19:28] The type of items to gift virtually. [22:56] Tom tells a fun story of how they handled a company’s small budget gifting event that turned out great. [25:22] The destinations that they have been to. Get a evaluation of your online sales strategy Episode References: Contact Tom Romine: Contact Luke: + Listen, Subscribe, Review: + Relevant Links: Website:
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How to negotiate with your Target and Walmart Buyer and leverage your power – Daniel Duty – EP44
05/29/2020
How to negotiate with your Target and Walmart Buyer and leverage your power – Daniel Duty – EP44
What you’ll learn: As businessowners and entrepreneurs, we’ve all negotiated with someone—whether that be buyers, clients, or manufacturers. Just two months into COVID-19, and you may also be considering a renegotiation with your landlord of your office lease—if you haven’t done so already. Here to guide us through negotiations of all kinds is negotiation ninja Daniel Duty. Daniel lead the negotiation to get Starbucks into all of Target’s stores. He knows a thing or two on how to build partnerships, leverage power, and craft a solution that meets everyone’s needs. Listen for endless tips on how to approach your next negotiation. About our guest: Daniel built the Business Partnerships and Negotiations team for Target where he developed its negotiations and partnership strategy and implemented a variety of tools and frameworks, creating billions of dollars in savings, growth and innovation. Daniel has led hundreds of negotiations with companies like Nestle, Hasbro, and Unilever. He developed strategic partnerships creating innovative new products and solutions with organizations like P&G, Starbucks and UNICEF. Prior to joining Target, Daniel negotiated on behalf of US Senator Paul Simon, the US International Trade Commission, General Mills and other organizations. Key takeaways from this episode: The most common mistake companies make when negotiating with buyers and vendors—3:10 3 tips for renegotiating your lease in the time of COVID-19—5:52 How to maintain partnerships during an email or non-verbal negotiation—8:48 What is the right approach to negotiating a China tariff price increase? —12:28 How to leverage your differentiation in the marketplace to buyers—16:03 A guide to more successfully pitching your brand to Target—17:14 Negation trends: what is working today and what isn’t—21:00 How to determine if your buyer is using negotiation tactics or tricks to get you to lower prices—24:12 The importance of being honest and knowing your rank as a supplier—26:06 The top factors that buyers look for when considering a quote supplier—28:40 The 3 sources of leveraging power during a negotiation—30:18 How a negotiation coach will help you grow top line and grow bottom line as an organization or business of any size —36:07 Get a evaluation of your online sales strategy Episode References: Contact Daniel Duty: + Contact Luke: + Listen, Subscribe, Review: +
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How a Husband and Wife Team Sold Their House to Build A Startup. Then The COVID19 virus Hit – Karina Rabin – EP43
05/22/2020
How a Husband and Wife Team Sold Their House to Build A Startup. Then The COVID19 virus Hit – Karina Rabin – EP43
What you’ll learn: If you own a small business or startup, you most likely cut your marketing budget to extend you cash flow through this COVID-19 pandemic. You are most likely also figuring out how to pivot your marketing strategy now that your retailers are closed, cash flow is tight, and customers are turning to ecommerce marketplaces. On today’s episode, we interview a new business owner with a small company to talk you through these very issues. About our guest: Karina and Jared Rabin are the co-founders of a popular all-in-one picture hanging tool called the Hang-O-Matic. They sold their dream home in Orange County in order to self-fund their product and get it into major retail stores like Hobby Lobby, Menards, and Home Depot. Key takeaways from this episode: What is the Hang-O-Matic? The tool you need in quarantine–4:50 How Karina and Jared met and brought Hang-O-Matic to market—6:01 Major Hang-O-Matic retail partners—7:14 How Karina navigated third-party sellers driving down MSRP—8:18 The impact coronavirus has had on Hang-O-Matic sales—10:10 How a small retailer business shifts to ecommerce—10:52 Why COVID-19 demands you shift your marketing focus and learn new skills as a business—11:45 Increase ROI directly within retailer sites—13:56 How to balance vendor IPO’s with long payment terms—15:14 The unique licensing deal that doesn’t just deal with royalties—10:28 Karina’s biggest fears and hopes as a small business owner living in a COVID-19 world—21:10 Best marketing strategy for startups like Hang-O-Matic—23:01 How to get a 100% buyer response rate with the right sales pitch—25:45 Get into stores immediately with the right LinkedIn pitch—28:14 Biggest lesson Karina learned by starting a business before the virus—31:53 Get a evaluation of your online sales strategy Episode References: Contact Karina Rabin: Contact Luke: + Listen, Subscribe, Review: +
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China Supply Chain & OEM Manufacturing – protect your brand and stay competitive globally - Bruce Kaminstein - EP42
05/15/2020
China Supply Chain & OEM Manufacturing – protect your brand and stay competitive globally - Bruce Kaminstein - EP42
What you’ll learn: One of the most glaring issues we have faced during this pandemic is a shortage in supplies, such as protective face masks for those on the front lines. Shortages in our supply chain beg the questions: should businesses move their supply chains away from China and bring manufacturing back to the US? Is this even possible? Here to answer all our pressing China supply chain manufacturing questions is Page One Podcast guest and OEM expert Bruce Kaminstein. About our guest: Bruce Kaminstein is founder of Casabella, a global housewares products company recently sold to Bradshaw International. He is passionate about bringing well-designed products to consumers. Kaminstein was the past Chairman of the Board of the International Housewares Association, an organization that represents the $85 Billion housewares industry. As board director, executive, and entrepreneur, he is an expert in domestic and international manufacturing, product development and sales. Key takeaways from this episode: The resilience of New Yorkers hit hard by COVID-19—2:00 What is so special about OEM contracting in China?—6:42 How China became the main contract manufacture—9:05 Why is it so hard to move the supply chain from China?—11:15 Is it possible to bring manufacturing back to America?—15:07 How to compete when you share an OEM with other brands—18:03 How the trade deficit impacts marketplaces and the US—20:23 Bruce’s final thoughts on tariffs and the coronavirus—23:31 3 big lesson Bruce learned when exiting his business—25:22 Get a evaluation of your online sales strategy Episode References: Contact Bruce Kaminstein: Contact Luke: + Listen, Subscribe, Review: +
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How Newton Baby bootstrapped to profitability with performance based marketing – Aaron Zagha - EP41
05/08/2020
How Newton Baby bootstrapped to profitability with performance based marketing – Aaron Zagha - EP41
What you’ll learn: Our guest today is a marketing maverick. Aaron Zagha, CMO of Newton Baby, has his finger on the pulse when it comes to the latest trends in marketing—an industry we all know is being rocked by COVID-19. Aaron reminds us of the importance of adapting to consumer behavior and understanding your product market. Plus, you will gain new ROI strategies and top tools to help run your Omnichannel business. About our guest: Aaron Zagha is currently the CMO of Newton Baby, a leading crib mattress and baby brand. He was formerly Head of International eCommerce for Teleflora. Key takeaways from this episode: Newton Baby’s unique selling proposition—1:25 How to hit sales numbers with new ROI strategies—2:30 The influence of coronavirus on customer behavior, sales, and marketing changes for Newton Baby—5:51 Newton Baby stats (employee count, company footprint, etc.)—7:18 Aaron’s top news sources and tool recommendations to help you run your CPG business—8:25 How to acquire Influencers and negotiate rates—10:00 Top ways to generate UGC through YouTube and Instagram—12:08 Optimize your affiliate marketing channel with this platform—14:10 An affiliate marketing strategy that finally makes sense—15:20 How to leverage partner marketing as a single-product company—20:15 Tactics and new ways to grow your email list—21:20 Newton Baby’s content marketing strategy and unique approach to blogging —25:50 Why Newton Baby decided to self-fund and opt out of VC Funds—28:35 The downside and upside of running a self-funded company—29:20 How important is it to grow social? Aaron’s take—31:30 Get a evaluation of your online sales strategy Episode References: + + Contact Aaron Zagha: Contact Luke: + Listen, Subscribe, Review: +
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Great CEOs are lazy- Remove kinks in your business - Jim Schleckser - EP40
05/01/2020
Great CEOs are lazy- Remove kinks in your business - Jim Schleckser - EP40
What you’ll learn: Jim Schleckser, best-selling author and business growth guru, has a candid conversation with us about the challenges mid-sized businesses need to overcome to survive and thrive in the COVID-19 landscape. He gives us examples of how CEOs can create better opportunities for business to come out of the other side of this pandemic more powerful and more valuable to themselves and their customers. We also look ahead, past this outbreak, at how leaders can successfully run a virtual organization. About our guest: Jim helps leaders grow their companies by helping them open their kink in the hose. He most recently ran a technology business valued at $1.6 Billion, has done business in 28 countries and is the author of the best-selling book “Great CEOs are Lazy”. Key takeaways from this episode: How Jim helps mid-sized businesses survive and thrive through a pandemic—2:15 How to create better opportunities for your business to thrive—4:24 Jim’s forecast for how companies will adopt and integrate remote work policies in the future—5:18 How to run a virtual organization and maintain your culture—6:30 How will commercial office spaces change post-pandemic?—7:27 Jim’s career as a leader of various companies—9:00 The biggest thing companies overlook when reevaluating cash management—10:42 How do exceptional CEOs do more with less—13:09 Time management strategies to rethink how you approach business—14:32 How to find the kink in your business—17:45 High-leverage activities CEOs should be doing—21:35 How to delegate to the right person—26:55 A success story on how to exponentially increase revenue—29:04 Get a evaluation of your online sales strategy Episode References: + Contact Jim Schleckser: Contact Luke: + Listen, Subscribe, Review: +
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Coronavirus & women-owned businesses plus the best time to Negotiate in China is NOW – Mei Xu – EP39
04/24/2020
Coronavirus & women-owned businesses plus the best time to Negotiate in China is NOW – Mei Xu – EP39
What you’ll learn: In today’s episode, we get right into it: how has the pandemic impacted women-owned businesses and how are they responding? What can CPG companies do to stay afloat financially as COVID-19 continues? Our guest Mei Xu, founder & CEO of three global companies, is here to lead us through this turbulent economic time and help us see why now is a once-in-a-lifetime opportunity to strengthen your brand. About our guest: Mei Xu, a Chinese American businesswoman, successful entrepreneur, and the founder & CEO of three global consumer product companies: Pacific Trade International, Bliss Living Home® and Chesapeake Bay Candle®. Xu successfully negotiated the sale of Chesapeake Bay Candle to Newell Brands in 2017, aligning her lifestyle brand with Newell Brands’ $14 billion portfolio of iconic consumer goods including Elmer’s Glue, Rubbermaid, and Yankee Candle that have been household mainstays for generations. Key takeaways from this episode: The impact of coronavirus on women-owned businesses—2:40 2 steps to manage cash flow—5:37 How to negotiate terms with Chinese factories—7:40 A hidden opportunity: selling summer items to your China retail channel—10:10 The number one thing businesses must do to adapt to the pandemic—13:09 Why you need to own your inventory and how—14:00 Why this is a once-and-a-lifetime opportunity to reach your customer—16:16 How to shorten the supply chain process with an online business—19:50 How Mei Xu supports women venture and women-owned business—20:25 The biggest problem women face when starting a business and Mei Xu plans on solving it—23:03 Mei Xu’s biggest piece of advice to entrepreneurs—27:46 Get a evaluation of your online sales strategy Episode References: + Yes She May Contact Mei Xu: mei@meixu.com + Contact Luke: + Listen, Subscribe, Review: +
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COVID-19 Cash Flow Runway Plan & Forecasting: Strategic Planning Process - Shannon Susko 3HAG Way Author - EP38
04/17/2020
COVID-19 Cash Flow Runway Plan & Forecasting: Strategic Planning Process - Shannon Susko 3HAG Way Author - EP38
What you’ll learn:
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Importance of digitalization of your sales strategy and personalized marketing during the COVID-19 pandemic - Jean-Philippe Persico - EP37
04/10/2020
Importance of digitalization of your sales strategy and personalized marketing during the COVID-19 pandemic - Jean-Philippe Persico - EP37
What you’ll learn: In a world where social distancing is government mandated, businesses must change the way in which they interact with their customers. On today’s episode, we talk with JP Persico, Director of Innovation and Strategy at Bosch USA, on the importance of not only digitalizing your sales channel but of humanizing your online communication with clients. About our guest: Jean-Philippe Persico leads corporate development and strategy initiatives in the automotive aftermarket division at Bosch in North America. He thrives by finding disruptive services and product ideas and execute them through all phases of development and launch. JP recently launched an ecosystem initiative which is built on a mix of venture investments and internally developed solutions, to create the maximum value for Bosch’s customers. All these initiatives help the organization digitally transform the Bosch business to be nimble and future proof in an everchanging market landscape. Key takeaways from this episode: Why building a new buying experience for customers—using innovation, digitization, and transparency—will help the automotive industry power through this emergency—3:10 The power of empathy in response to the coronavirus crisis—8:45 How the coronavirus is affecting different sectors of the automotive industry—9:42 Why now is not the time to sell, but to listen—10:20 Strategies to rethink your marketing approach when your industry is experiencing layoffs and closures due to COVID-19—12:02 How to better serve your customers when in-person is no longer an option—17:40 Partner venturing: how to leverage tools from multiple businesses to problem-solve and build solutions for your brand—19:46 How to use passive listening to learn about your customers’ good experiences with your product—24:50 JP’s advice to CMO’s, business owners, and marketers on how to standout and rise above the noise—28:09 Get a evaluation of your online sales strategy Episode References: Contact Jean-Philippe “JP” Persico: Contact Luke: + Listen, Subscribe, Review: +
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COVID-19 & Small Business cashflow, Inventory Planning, Ecommerce Trends, and future supply chains - EP36
04/09/2020
COVID-19 & Small Business cashflow, Inventory Planning, Ecommerce Trends, and future supply chains - EP36
What you’ll learn: On today’s episode, host Luke Peters commandeers the mic to lead us through actionable ways businesses can fix cash flow in these unprecedented times. Peters also gives his market predictions for Q2, Q3, and Q4 followed by some unexpected positivity that’s emerged in response to the virus. And stay tuned for more Coronavirus coverage. Every future episode will begin with COVID-19 discussions with our guests, who will share their thoughts, opinions, and guidance for businessowners who need help navigating all the obstacles that this emergency throws at them. About our host: Luke Peters started NewAir Appliances out of his garage with this wife 18 years ago. He continues to grow the company and strive towards the goal of becoming the most trusted brand in compact appliances. He recently founded Retail Band as a strategic consulting practice to help other brands grow their digital sales like he did with Newair. If you would like to grow your DTC, Amazon, Home Depot, Walmart, or Wayfair sales online, his new company helps in a strategic way by also working towards the growth of your brand enterprise value. Key takeaways from this episode: Why businesses should think and plan for themselves before receiving government direction—2:30 The current landscape: what small businesses are up against in this crisis—3:55 Will the PPP make a positive impact on small businesses and the market?—5:00 How fixing your Demand Plan with fix your cash flow—6:21 How to react and respond to COVID-19 when the future is unknown—7:34 The impact on Q2, Q3, and Q4—8:40 Google trends: online buying trends on big box retailers (Home Depot, etc.)—8:45 Positive news: how the crisis has unified the world and created inspiring public responses—9:55 How to think about your future supply chain—11:32 Get a evaluation of your online sales strategy Episode References: Contact Luke: + Listen, Subscribe, Review: +
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How to strengthen customer relationships and maintain a strong brand through a pandemic - Kevin Walker - EP35
04/03/2020
How to strengthen customer relationships and maintain a strong brand through a pandemic - Kevin Walker - EP35
What you’ll learn: What is your brand promise in wake of a pandemic? What is your brand relationship to your customers and the market in the time of a crisis? Brand is more important now than ever, which is why we cover brand strategies and communication tools and tactics businesses needed brand crisis solutions during these trying times. About our guest: As a teenager, Kevin Walker rebranded a small gift shop in Washington D.C. and doubled its revenues in one year. Since that time, he has been providing successful brand strategy solutions to some of the most demanding clients in the world. He is now the President of Boardwalk, Inc., an agency that “positions brands for enduring success in a world of rapid change”. Key takeaways from this episode: How Boardwalk, Inc. creates meaningful bonds between brands and their markets—1:50 Boardwalk, Inc. company stats (number of employees, etc.)—4:42 Shifting focus: ROI short term vs. ROI long-term approach—5:40 Sales process + how boutique agencies acquire new clients—6:45 ROI Forecast: how long does it take to see ROI from a new brand strategy—9:42 The importance of building a strong brand before a crisis—11:54 Rebrands: strategies, tactics, and timelines—13:28 Steps to staying connected to customers during a pandemic—14:55 What is a brand? What is a brand strategy? —17:40 The biggest challenge of executing brand strategy and how to solve it—21:08 Best channels to communicate with customers during a pandemic—25:00 Get a evaluation of your online sales strategy Episode References: + + Contact Kevin Walker: + Contact Luke: + Listen, Subscribe, Review: +
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CPG sales opportunities in Latin America and digital marketing strategies for a global marketplace - Catalina Moscoso - EP34
03/27/2020
CPG sales opportunities in Latin America and digital marketing strategies for a global marketplace - Catalina Moscoso - EP34
What you’ll learn: On today’s episode we talk about how CPG brands can find their way in Latin America. We give a breakdown of the best store and global growth opportunities for kitchen electric, bedding, home décor, and other housewares products. Listeners will also understand wholesale channels from a Latin American buyer’s perspective. About our guest: Catalina Moscoso is founder of Le Cook Home, a company that represents U.S. and Canadian housewares brands in Latin America. With over 15 years of International Sales and Marketing experience, she has been opening the doors to brands by understanding the culture and the way of living in local markets. Key takeaways from this episode: Le Cook Home mission statement—3:20 Top 3 Latin American retailer growth channels for housewares and hardware products—4:10 Top discount channels in Latin America—8:00 Strategies for selling wholesale in Latin America—13:12 Understanding Latin American Buyers—16:20 How to optimize your ecommerce site and products for international consumers—17:50 Top Latin American countries to focus your growth and sales strategies on—21:21 International growth channels for kitchen electrics products—25:13 International growth channels for bedding and home décor products—27:08 How to understand the Latin America market for your product—28:57 How representatives can turn leads into customers with marketing automation—32:48 Catalina’s biggest learning lesson in business—36:15 Catalina’s personal habits that make her a better business owner—40:15 Get a evaluation of your online sales strategy Episode References: + + + + + + D1 + + Ara Contact Catalina Moscoso: Contact Luke: + Listen, Subscribe, Review: +
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Coronavirus effects on Walmart’s supply chain — Amazon and Walmart account management - Scott Bowman - EP33
03/20/2020
Coronavirus effects on Walmart’s supply chain — Amazon and Walmart account management - Scott Bowman - EP33
What you’ll learn On today’s episode, we look at the impact of the coronavirus on businesses, especially on big box retailers like Amazon and Walmart. About our guest Over 30 years of diverse business experience and 24 years of retail and consumer goods industry experience, and 4 years of Wal-Mart buying experience. Scott’s 17 years of consulting experience provide him the knowledge and insights needed to be a creative and pragmatic leader and “Team Builder,” skilled at planning, organizing, leading, and executing complex cross-functional sales and operations activities that cross organizational boundaries to quickly deliver business results. Scott has an inactive CPA status and an MBA from Boston University. Key takeaways The Strategic Alliances, Inc. mission statement—2:08 The Strategic Alliances, Inc. Statistics (employee count, warehouse size, etc.)—4:30 Most common challenges brands face when selling on Amazon and Walmart—6:55 Amazon and Walmart pricing strategies: which one is self-destructive to small businesses?—10:29 How to push through tariff price increases to retailers without a buyer—16:37 Tips on navigating Amazon as a vender, especially when not instore at Walmart—18:16 How to negotiate buyer pushback on profit margins and MAP—22:45 How big retailers are responding to coronavirus supply chain, manufacturing, and stocking issues—23:00 Scott’s Hot Take: 5-year projection on Walmart’s quarterly growth versus Amazon’s quarterly growth—28:20 The Strategy Alliances, Inc. ERP and PIM systems—32:52 How to take a rudderless business and build it a successful strategy—36:25 Advice on how to build strategy into process—41:50 Scott’s biggest lesson in business—42:45 Get a FREE evaluation of your online sales strategy Episode References: Contact Scott Bowman: Contact Luke: luke@retailband.com + Listen, Subscribe, Review: +
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PhD Virologist talks China Coronavirus precautions and health advice – Vishal Khairnar - EP32
03/13/2020
PhD Virologist talks China Coronavirus precautions and health advice – Vishal Khairnar - EP32
What you’ll learn: Is the coronavirus outbreak over hyped or is the recent cancellation of the Inspired Home Show Chicago 2020 (IHS) and other trade shows warranted? On today’s episode, we bring on infectious disease specialist Vishal Khairnar to talk us through the ins-and-outs of the global coronavirus outbreak. Khairnar explains the R naught of the virus and gives us more precautionary measures to implement as businessowners, besides basic hand washing. Plus, our guest answer uncommon, but important questions we all want to know, like can our dog or cat get infected with coronavirus? Will there be a second outbreak of COVID-19? About our guest: Vishal Khairnar is a Research Scientist with an expertise in Immunology and Cancer biology with respect to infectious diseases, viruses (LCMV, VSV, Influenza), bacteria (Listeria, Pseudomonas), immunotherapy, leukemia and lymphoma. Khairnar is the fellow of Leukemia and Lymphoma Society and Young Investigator Awardee. He is a highly skilled researcher with 9+ years of experience in immunology research with 15 high impact papers and 5 conference abstracts. Key takeaways from this episode: History of the coronaviruses: what is unique about it and what is known—3:08 How did coronavirus start? Its transfer from an animal in Wuhan, China to humans in the US—6:00 What does R naught mean? Is the coronavirus more contagious than Ebola?—7:30 Coronavirus cure: vaccine timeline & updates on FDA approved clinical trials by Moderna, Johnson and Johnson, Gilead and other pharmaceutical companies—11:23 How coronavirus spreads in the body & is similar in transmission to the influenza virus—15:00 Can your dog or home pet catch coronavirus?—19:35 The cause of death: is the virus the direct cause or is it a secondary bacterial infection in the lungs?—21:03 Influenza virus versus the coronavirus (COVID-19)—26:48 How likely will COVID-19 mutate and come back for a second outbreak?—33:19 Why decontamination of surfaces is important, especially during winter season—33:56 Public hysteria or serious health concern? Khairnar tells us if the trade show and travel cancellations are justified—38:37 Get a of your online sales strategy Episode References: + + Contact Vishal Khairnar: Contact Luke: + Listen, Subscribe, Review: Podcasts +
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Demand generation digital marketing strategies and the value of pretesting products before a new product launch - Helen Fu - EP31
03/06/2020
Demand generation digital marketing strategies and the value of pretesting products before a new product launch - Helen Fu - EP31
What you’ll learn: What is the first thing you think of when you hear ‘Artificial Intelligence’? Machine learning, big data, or Siri may be top of mind. But DMAI, Inc. is using cognitive AI to create a new standard for children education and healthcare. In today’s episode, we also get demand generation digital marketing strategies and a new product launch checklist from a lead marketer in the consumer-packaged goods (CPG) industry. About our guest: Helen Fu Thomas is a visionary entrepreneur, leader, innovator & marketer for exponential growth. With her training in consumer-packaged goods industry, she develops and executes product strategies for consumer markets from concept to product to mass markets. In the past 17 years, she has grown business in the technology, digital media and now artificial intelligence industries. Key takeaways from this episode: The mission driving DMAI, Inc.—3:00 The DMAI, Inc. product line and stage of development—6:15 Helen Fu’s path to marketing in the consumer-packaged goods industry—9:50 3 big mistakes CPG brands make in demand generation—11:25 How to optimize your brand story telling beyond a basic product launch plan for online retailers (Amazon, Wayfair, etc.)—13:40 How to economically connect with the end user and minimize paid advertising (Social Media advertising, Facebook Ads, Google Ads)—16:05 Amazon account management and sales strategy—20:27 Three checklist strategies for a sales proof new product launch plan—22:55 Advantages of pretesting products and key marketing messages before production—26:15 DMAI, INC. organization chart, the benefits of flat org. chart, and how to manage branding throughout the organization—30:29 The biggest learning lessons of Helen Fu’s career as an entrepreneur—36:18 Best habits for business owners—38:06 Get a of your online sales strategy Episode References: + Contact Helen Fu Thomas: + Contact Luke: + Listen, Subscribe, Review: Podcasts +
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Amazon account management - new product launches - supply chain management - John Holby - EP30
02/28/2020
Amazon account management - new product launches - supply chain management - John Holby - EP30
What you’ll learn: CPG.IO is a one-stop-shop for eCommerce. The Amazon agency and eRetailer management firm does the distribution for direct to consumer shipping and product fulfillment. On today’s episode, CPG.IO founder and CEO John Holby gives us his best strategies for a ton of common brand issues online: omni-channel pricing, new product launches, digital marketing, and account management. About our guest: John Holby graduated Carthage collage majoring in MIS with a minor in Entrepreneurial Studies. Worked at the Mercantile Exchange before an 11-year career at CDW. Then, he started CPG.IO. Holby is a 39-year old Christian with two boys and a girl under the age of 10. He has a loving wonderful wife of 13 years. He loves to cook and spend time with friends and family. Key takeaways from this episode: IO: the one-stop-shop for all thing’s eCommerce—2:45 IO company stats (employee count, departments, etc.)—4:45 Top 3 mistakes brands make on Amazon—7:17 Amazon digital selling strategies for larger appliances and products—9:50 Amazon’s internal strategies for staying competitive—10:40 Step-by-step plan for a new product launch across eRetailers—12:55 How to negotiate guaranteed minimal margin (GMM)—16:18 How to negotiate fees and get the best terms—17:44 How to sell overstock Amazon items—19:23 Hacks to optimize Amazon product listings—22:20 Should consumer product brands invest in ARA data?—24:10 Top tools to improve Amazon sales—26:18 How to manage Amazon Advertising Services (AMS), allowances, and other Amazon costs—27:17 Omni-channel (Walmart, eBay, Target, Bed Bath & Beyond) pricing strategies—29:09 The pros and cons of third-party advertising platforms to drive traffic to eRetailer product listings—32:20 Holby’s biggest mistake and lesson as an entrepreneur—34:07 Best tip for getting a shutdown account back online on Amazon—35:58 Holby’s best habits as a successful businessowner—37:41 Get a of your online sales strategy Episode References: + + + Contact John Holby: Contact Luke: + Listen, Subscribe, Review: Podcasts +
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New product launch formula and the Danby Appliance purchase and digital growth story – Jim Estill – EP29
02/21/2020
New product launch formula and the Danby Appliance purchase and digital growth story – Jim Estill – EP29
We all have our own leadership style, but what is leadership? Jim Estill shares his secrets to successful leadership and nonhostile work environments as a legacy leader in the tech and appliance industries. As an innovation driven CEO, Jim talks about how his passion for 2020 trends, technology, sustainability, and social justice all came together to create a more environmentally conscious mail and shipping system to combat climate change.
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Housewares gender gap and succeeding in sales as a woman in a male dominated industry - Global Amici - EP28
02/14/2020
Housewares gender gap and succeeding in sales as a woman in a male dominated industry - Global Amici - EP28
On today’s episode, our guest Stacey Reid the VP of sales at Global Amici talks about how low overhead cost can be a big manufacturing advantage, how to leverage relationships with sales representative groups and retailers and most importantly how to succeed in a male dominated industry as a woman and overcome gender discrimination in the workplace. Stacey is a third-generation salesperson from Cleveland Ohio and grew up immersed in the consumer products business world.
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What is the coronavirus? A Virologist talks infection rate, treatment options, travel precautions and Supply Chain delays – Dr. Marylou Gibson – EP27
02/07/2020
What is the coronavirus? A Virologist talks infection rate, treatment options, travel precautions and Supply Chain delays – Dr. Marylou Gibson – EP27
The Coronavirus is at the center of the news cycle. If you do business in China, you’re probably wondering if you are taking the right precautionary measures to protect this SARS like virus from affecting your supply chain management (SCM) and production. But what is the coronavirus? What is the infection caused by? How was it transmitted to humans? Is there a treatment or vaccine? We answer all these questions—just in time to navigate upcoming travel to the China Canton Fair 2020 and other Q1 tradeshow
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How the Father Daughter Duo of The Companion Group utilizes private label & patent protection to avoid channel conflict – Leah Belzer-Adams – EP26
01/31/2020
How the Father Daughter Duo of The Companion Group utilizes private label & patent protection to avoid channel conflict – Leah Belzer-Adams – EP26
This week on the Page 1 Podcast, we’re breaking down the IP process—from how to decide when to get a patent to building it into a company’s product creation process. We also dive deep into the Private Label industry with the help of our guest, Leah Belzer-Adams. Leah is the COO of The Companion Group. and is unintentionally taking over a housewares business founded by her dad, Chuck Adams. The business was never meant to be a family business, but Leah came to help the company one summer and fell in lo
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The 13 Billion Dollar Industry – Marketing and sales for the Builder, Architectural, and Home Design Sales Channels – Premier Group – EP25
01/24/2020
The 13 Billion Dollar Industry – Marketing and sales for the Builder, Architectural, and Home Design Sales Channels – Premier Group – EP25
This week on the Page 1 Podcast, Jason and Jamie take us on a guided tour of Custom Electronic Design & Installation Association (CEDIA)—the 13-billion-dollar industry bringing you new technology solutions for the home. They also dish out marketing tactics to help houseware companies tap into the underrated channels of builders, architectures, and designers. Jason Barth drives the overall company vision for The Premier Group and operates day-to-day by leading the sales and design team.
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Sell into Walmart, TJX, Costco, and others – CPG Marketing Strategies - get on shelves, and stay there - EP24 – Chris Rebsamen
01/17/2020
Sell into Walmart, TJX, Costco, and others – CPG Marketing Strategies - get on shelves, and stay there - EP24 – Chris Rebsamen
Chris Rebsamen is a strategic senior sales/business development executive, with extensive 30 years’ experience in the consumer product industry. He manages sales and marketing efforts in the National Retail Channel points of Distribution. Chris is driven by implementing innovation and generating new revenue at existing and new National Retail Accounts across all channels. JSM works with startups to established firms with revenues of up to $100MM per year.
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How Dansons innovative Wood Pellet Grills aggressively grew it from 12 to 200 staff in multiple distribution centers in 5 years - Jeff Thiessen - EP23
01/10/2020
How Dansons innovative Wood Pellet Grills aggressively grew it from 12 to 200 staff in multiple distribution centers in 5 years - Jeff Thiessen - EP23
Dansons has seen massive growth in the last 5 years, scaling the company from 12 to 200 people. On today’s episode, we learn about Dansons speed-to-store product development process along with the aggressive expansion of distribution centers in anticipation of a push for more online sales. Jeff Thiessen is the President of Dansons, the manufacturer of Louisiana Grills, Pit Boss, Wood Pellet and Kamado Charcoal Grills.
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Hacking Growth: Insights Driven Content Marketing Strategy & The Power of Customer Profiles - Coravin - Yvethe Tyszka – EP22
01/03/2020
Hacking Growth: Insights Driven Content Marketing Strategy & The Power of Customer Profiles - Coravin - Yvethe Tyszka – EP22
How do you market to consumers outside your target audience? How do you market to multiple audiences shopping at the same retailer? Today’s episode is jam packed with insights driven marketing strategies to grow your business—no matter its current scale or size. Our guest even shares her personal methodology for creating assets that optimize sales.
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